Selling is part of our daily lives—whether it’s convincing a colleague to try a new restaurant or persuading your kids to do their chores. But for salespeople, a solid connection with buyers requires an excellent set of skills. A good sales person is able to turn any objection into an opportunity. That’s why it’s important to practice and hone your selling skills until you’re unconsciously competent. 1. Listening Skills One of the hardest sales skills to master is listening. This is because it requires a high level of focus and concentration that can be difficult to achieve in a stressful sales environment. A salesperson who is good at listening can also build rapport with a prospect and understand their needs. This is crucial for helping prospects see the return on investment they would get from using a product or service. Another challenge when it comes to listening is avoiding pestering a prospect with emails or phone calls that overstep the line between tenacity and overbearing. A good salesperson knows when to stop and will only send a few reminders instead of harassing a prospect. When assessing a candidate’s selling skills during an interview, look for candidates who listen intently and ask well-structured questions that elicit insightful responses. Also, notice if the candidate has strong presence that conveys a sense of trust and respect. They will be able to engage a buyer and build rapport through their body language, tone of voice, and eye contact. 2. Questioning Skills Questioning is one of the most critical skills when selling. It enables salespeople to quickly determine the potential buyer’s needs, wants and desires. It also helps them discover what the buyer values most in a solution. Good questions expedite the qualifying process, reduce stalls and objections, and alleviate pressure, defensiveness and false assumptions. They also help salespeople to better position their products and services and build trust. Effective questioning is an essential part of stage 2 of the 4 Stage Sales process; discovering the prospect’s Needs – Wants – Desires in a pleasant discussion. This is a key step in building the foundation for an excellent sales offer customised to suit their specific needs. 3. Negotiation Skills Whether selling to consumers or businesses, customers expect sales people to negotiate. Effective negotiators find solutions that benefit both parties, and a win-win negotiation process can protect long-term relationships and profit margins. A great way to demonstrate this skill is by connecting prospective buyers with current clients who have already achieved desired outcomes from your product or service. Demonstrating a return on investment can help reframe conversations that otherwise become overly focused on price. It’s important to prepare your team to recognize and respond nimbly to positional tactics that buyers might employ during a negotiation. These tactics could include a strong reaction to the first price suggestion, an excessive focus on time or cost, or attempts to delay a decision. Practicing these skills in a training setting can help salespeople build confidence when handling difficult situations during real-world negotiations. 4. Closing Skills If you’re a salesperson, you know that closing skills are essential. But, not all closing techniques are created equal. Closing a sale isn’t just about selling; it also includes the ability to collaborate with buyers and help them find the right solutions for their business. To successfully close a sale, you need to understand the customer’s needs and objectives. This means researching prospects and businesses before reaching out to them, and ensuring that your product is a good fit. You can do this by using account maps to determine the buyers at an organization and by leveraging the sales team’s expertise. It’s important to remember that not everyone is ready to buy immediately, and closing a sale requires tenacity without being pushy. One way to do this is by leveraging the empathy closing technique. This allows you to demonstrate your understanding of a prospect’s situation while providing them with an opportunity to choose your product at a later date. skills selling
